Many big dealerships have more than one sales manager. It is the sales manager who determines the selling price, never a salesman. Sales managers are under a lot of pressure to just move cars and maximize profits. That's why the job turns over so often and there seems to be a new sales manager there every time you go in. Best times to "deal" (God how I hate to play their silly games) is end of the month when they are trying to meet some factory rebate quota, and when new models are shipping.